Editor's Notes: Building Relationships

Editor’s Notes: Building Relationships

PPG MVP Conferences are great reasons to get out of your shop and learn. Take some time out of your busy schedule to attend one of these and I’m sure it will pay off.

It’s one of the most common questions I get: “How do I get on a DRP?” There are many ways to answer this question, and the question is often fraught with controversy as the anti-DRP set will come out and say, “That’s the wrong question to ask! The better question is, ‘How do I take back control of my business?’”

But I don’t want to get into that debate. Instead, I want to bring up a classroom session I sat in on at the PPG MVP Conference April 27-28 called, “Stop Marketing and Start Building Relationships.” It was presented by Audrey Nass, business solutions manager at PPG, with insight from Michelle Deery-Thomas, Nationwide Insurance agent.

The gist of it was that skillfully and properly building a relationship with your local insurance agent can pay off greatly if it is indeed insurance work you’re after. Deery-Thomas showed a clever video showing the right way and the wrong way to make in-roads with her. The wrong way showed a collision shop manager entering the front door of her office and then poking his head in her personal office, asking if she had some time to talk. This is tricky, though – with the layout of her building, you encounter her office before even the receptionist’s desk. But the right way, she said, would’ve been to bypass her office and go to the receptionist first, asking if the agent had time to speak. A small thing, yes, but one that could have big implications.

This reminded me of another tidbit I learned at a previous PPG MVP Conference ­– that it wasn’t the agent who was key to getting insurance work, it was the person at the front desk. “They’re the ones processing many of the claims start to finish, so to me they’re the most important person in that office,” the shop manager who presented at that particular session said.

Getting out of your shop is essential to learning, and these events are great for that. Take some time out of your busy schedule to attend one of these and I’m sure it will pay off.

You May Also Like

Deadline for Busch Memorial Scholarships Approaching

Two scholarships will be awarded to students pursuing a collision career.

The ASE Education Foundation announced that the deadline to apply for the Michael Busch Memorial Scholarships is March 31. Presented by the foundation, two scholarships will be awarded for the 2024-25 academic year to students pursuing a career in the collision industry.

Qualified applicants should be graduating high school seniors or have graduated from high school or received a GED certificate. In addition, applicants should be enrolled or planning to enroll as a full-time student in a two- or four-year college or university or in an ASE-accredited post-secondary collision repair program.

Body Bangin’: Stand Out in a Consolidator’s Market with John Shoemaker

Micki Woods interviews John Shoemaker of BASF on how to be “elite” in a consolidator’s market.

Body Bangin’: Can Loaner Vehicles Be Another Revenue Stream?

Micki Woods interviews Laura Tierney of ShopLoaner.com on turning loaner vehicles into a new profit center for your shop.

Protect Your Shop from Cyber Crimes with Mark Riddell

Micki Woods interviews Mark Riddell of m3 Networks Limited on what auto body shops can do to protect themselves from a cyber attack.

Body Bangin’: The Disengagement Epidemic with Kevin Wolfe

Micki Woods interviews Leaders Way Owner Kevin Wolfe on why 73% of work professionals are disengaged today and what we can do about it.

Other Posts

When Will OEM Referrals Replace DRP Referrals?

When will insurer DRPs end and car manufacturers dictate where the car gets repaired?

Body Bangin’: I Thought We Were Doing It Right with Josh Piccione

Micki Woods interviews Josh Piccione on repairing vehicles correctly — according to manufacturer guidelines.

Body Bangin’: Be a Star Not a Hamster with Robert Snook

Micki Woods interviews popular keynote speaker Robert Snook on how to differentiate and grow your business.

Body Bangin’: Know Me, Know My Car with Mike Anderson

Micki Woods interviews Mike Anderson on the importance of building an emotional connection with your customers.